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Sales career reference

Sales Glossary

Understand the language hiring managers expect—and learn how to turn each term into stronger, more specific resume evidence.

Roles & Titles

BDR (Business Development Representative)SDR (Sales Development Representative)AE (Account Executive)AM (Account Manager)CSM (Customer Success Manager)Sales Engineer (SE)VP of Sales / Sales Leadership

Metrics & KPIs

QuotaPipelineWin RateACV (Annual Contract Value)ARR (Annual Recurring Revenue)Sales Cycle LengthConversion RateChurn RateNRR (Net Revenue Retention)

Pipeline & Process

GTM (Go-to-Market)ICP (Ideal Customer Profile)TAM (Total Addressable Market)MQL (Marketing Qualified Lead)SQL (Sales Qualified Lead)Discovery CallChampionEconomic Buyer

Tools & Tech

AI GTM (AI Go-to-Market)CRM (Customer Relationship Management)Sales Engagement PlatformSales EnablementAI SDR / AI Sales Agent

Frameworks & Methodologies

MEDDICBANTSPIN SellingChallenger SaleSolution SellingSandler Selling System

Compensation & Structure

OTE (On-Target Earnings)Base/Variable SplitAcceleratorsDraw